Last week, one of Bill’s clients was frustrated with a common sales issue, “How do I get the prospect to call me back?” Being asked the question many times, he provides one strategic approach in this vignette to help you get that call back that you’ve been waiting for.
Archive for February, 2010
When Your Prospect Won’t Call You Back
February 26th, 2010
A Checklist for Income
February 25th, 2010Ever wanted a “checklist for income”? Well, of course you have. And today we’re going to give it to you. On today’s cast, Bill and Bryan get down to the very basics of earning income in professional sales today. Access a PDF that has the complete checklist of all of their suggestions by clicking on [...]
Do You Optimize the Training You Get?
February 18th, 2010We had no idea what to call this but here’s the situation. As trainers, we’re out working/coaching people 24/7. Some of those people are prone to accept new information—and do something with it. Others talk a good game in the training room—but have no intent of changing. And their results (or lack of) proves it. [...]
Following Up (Without Being Desperate)
February 11th, 2010Mike, a listener from Indianapolis, called in to ask a question about how he follows up with prospects who appear to have dropped off the radar screen. Bill and Bryan give Mike and listeners some ideas on how to do that – and how to prevent that awkward situation from happening in the first place. [...]
Seth Godin Book Review – “Linchpin”
February 8th, 2010Not something we typically do at ASP–review books but had a chance to read Seth’s new book, Linchpin. It synchs up quite well with our philosophy that if you really want to be treated differently in the market–then you must “show up” differently. And this book teaches you how to rethink that premise.
Finding Prospect Pain
February 4th, 2010Bill returns from Green Bay having worked with a group of sales people who were seeking knowledge and skills about how to find “prospect pain.” In this episode, Bill explains some of the intricacies of how to understand what motivates prospects to change from their current state to a new state.
Being Desperate Won’t Seal the Deal
February 1st, 2010The goal in most capabilities presentations is to sell your product to your potential buyer/prospect. Bill explains in this vignette how you might be pushing away your prospect during the presentation by coming off too desperate.
